CPN Power Dynamics & Influence 3

Question 1

The 'contrast principle' in negotiation influence means that:

Accepted Answer

A second item seems different when presented after a very different first item

Answer

The contrast principle shows that perceptions shift based on what comes before—a moderately expensive offer feels cheap after an extreme one.

Question 2

When a powerful counterpart uses silence after your offer, the appropriate response is usually to:

Accepted Answer

Wait comfortably and let them respond first

Answer

Tolerating silence signals confidence; breaking it prematurely by sweetening the offer surrenders leverage unnecessarily.

Question 3

Which behavior best demonstrates 'referent power' in a negotiation setting?

Accepted Answer

Being personally admired and respected by the other party

Answer

Referent power comes from the other party's admiration or identification with you, making them more willing to comply.

Question 4

A negotiator who says 'I need to check with my committee before agreeing' is using which power tactic?

Accepted Answer

Higher authority

Answer

The higher authority tactic defers decision-making to an absent party, creating room to reject or revise the other side's terms without personal confrontation.

Question 5

Social proof as an influence tactic is most effective when:

Accepted Answer

The situation is ambiguous and others' behavior provides a cue

Answer

Social proof is most persuasive in uncertain situations, where people look to others' behavior as a guide for what to do.

(CPN) Certified Professional Negotiator Practice Test

(CPN) Certified Professional Negotiator Practice Test

CPN Power Dynamics & Influence 3